Head of GTM Operations at Promise

San Francisco, California, United States

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$220,000 – $280,000Compensation

Mid-level (3 to 4 years)Experience Level

Full TimeJob Type

UnknownVisa

Software, FintechIndustries

Requirements

8+ years of experience in revenue operations, GTM operations, or related roles in B2B SaaS or regulated industries
Proven success building GTM Ops functions from early stage through scale, including systems, processes, and metrics
Deep understanding of sales, marketing, and CS motions, including deal qualification, pipeline coverage, renewals, and retention
Expertise with CRM and GTM tooling (HubSpot, Salesforce, marketing automation, reporting tools)
Strong analytical skills; able to define and track core metrics (bookings, ARR, retention, CAC, efficiency)
Experience running Deal Desk and RFP processes
Comfortable collaborating with cross-functional teams (Sales, Marketing, Product, Customer Success)
Strong leadership and project management skills
Experience with data analysis and reporting tools (e.g., Tableau, Power BI)
Familiarity with cloud-based CRM systems (e.g., Salesforce)
Strong communication and presentation skills
Experience with budgeting and resource allocation (e.g., 2026 and beyond)

Responsibilities

Establish and lead pipeline review, including deal qualification frameworks (BANT, MEDDIC, etc.)
Define and maintain ICP segmentation (federal, state, local, utilities) and ensure alignment across GTM functions
Stand up a Deal Desk function for strategy, approvals, and RFP responses
Partner with Finance, Product, and GTM leaders on pricing and ROI models
Partner with Finance and leadership to design compensation plans aligned to company goals
Define and operationalize sales → delivery handoffs to ensure seamless customer onboarding
Support definition of CS/AM models and track renewals, expansions, gross/net retention
Implement marketing automation, lead capture, and scoring systems to improve funnel efficiency
Build and maintain reporting dashboards across bookings, revenue, ARR, retention, and funnel health
Facilitate cross-functional alignment between Sales, Marketing, Product, and CS, and provide board-ready reporting on GTM performance
Collaborate with leadership on org planning and resource allocation for 2026 and beyond

Skills

Pipeline Management

Deal Qualification

Pricing

Packaging

Compensation Design

Renewal Tracking

Expansion Tracking

Marketing Automation

Reporting Dashboards

Sales Enablement

Cross-functional Collaboration

Promise

Software solutions for government-citizen interactions

About Promise

Promise offers software solutions that improve how governments interact with their citizens, focusing on aid distribution and rebate systems. Their technology helps identify vulnerable community members and streamline income verification, increasing access to benefits while reducing fraud. The PromisePay Platform provides affordable payment options for low-income households facing public services debt. The company aims to create a respectful and efficient relationship between governments and citizens, ensuring everyone can access necessary resources.

Oakland, CaliforniaHeadquarters

2017Year Founded

$46.8MTotal Funding

SERIES_BCompany Stage

Data & Analytics, Government & Public Sector, Social ImpactIndustries

51-200Employees

Risks

Competition from fintech companies could erode Promise's market share.

Changes in government policies may impact demand for Promise's services.

Economic downturns could reduce funding for programs Promise supports.

Differentiation

Promise partners with utilities and government agencies for flexible payment options.

The company uses advanced technology for quick and reliable income verification services.

Promise's solutions are SOC 1, SOC 2, and PCI-DSS compliant, ensuring high security.

Upsides

Increased adoption of digital payment solutions boosts demand for PromisePay.

AI-driven outreach methods enhance customer engagement in the public sector.

Focus on data privacy aligns with Promise's security compliance, increasing client trust.

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